Business Development - Capture Manager
Posted on: October 10, 2021
The Systems Support & Innovations Division is seeking a
Business Development/Capture Manager.
The Business Development Manager is a key member of the Business
Development and Strategy team for the organization. The position
location is located in/or around Washington DC and will require
business travel as needed for a geographically dispersed
organization. Teleworking arrangement is an option for the ideal
This position reports to the Systems Support & Innovations Business
Development Director and is a position accountable for the
execution and growth of current key/strategic U.S. Department of
Defense (DOD) product support, logistics, Logistics IT, and supply
chain markets. The market areas may also include closely
related COCOM or joint agencies. The successful candidate will
identify new business opportunities that fit the organization’s
strategy, develop and maintain prospective customer relationships,
understand customer budgets, problems, issues, and constraints, and
develop winning solutions. Candidates at this level will
develop the initial capture strategy, internal and external
partnerships, business plans and associated marketing for each
opportunity. The BD Manager will leverage customer relationships
and personal experience in assessing potential business
opportunities that result in measurable revenue growth, qualify
them as meaningful opportunities, and work with other professional
BD managers to win new business. For each opportunity, the BD
Manager will be expected to identify capability gaps, emerging
requirements, conduct business intelligence, monitor competitor
activity, and develop solution concepts in accordance with
requirements that can be executed at reasonable profit. The BD
Manager is responsible for ensuring excellence in delivery of full
life cycle business development and Capture activities, including
management of bid and proposal (B&P) resources, target
identification, capture strategies, proposal management, account
management, packaged service offerings, contract award and customer
relations specifically for the large DOD logistics, Logistics IT,
and supply chain market segments.
Manage, sustain, and grow a pipeline of opportunities with a
value in excess of $1B. Proactively identify new business
Support overall strategic planning and linking pursuits/capture
activities which support the business development metrics for
awards, submits, and pipeline.
Perform market research to qualify new business opportunities,
including analysis of customer budgets, capabilities required,
current customer preferences, competitive environment assessments,
and incumbent strengths and weaknesses.
Develop and execute call plans. Provide detailed reports on
follow up activities after plan execution.
Coordinate meetings with customers, competitors, clients, and
teammates to develop market insight on requirements, acquisition
strategy, acquisition timing, and contract vehicle choices.
Participate as required in the Leidos business development
process, including pipeline reviews, opportunity gate reviews,
black hat sessions, and proposal reviews.
Brief business development status to senior management when
material changes occur and as required by the Leidos business
Collaborate with Leidos Account Managers, IDIQ PMs, other BD
personnel and capture and line management to support cross
enterprise objectives and customer engagement.
Serve as Capture Manager for selected opportunities, either all
the way to award or in the early capture phase.
Ability to travel as required, based on negotiated work
location, up to 50% per month.
- Must have a demonstrated track record of designing and
executing successful Business Development and Capture strategies
and achieving profitable revenue growth in federal government
- Must have a reputation for being able to work collaboratively
with high performance teams in a fast-paced environment.
- Candidate must have 12+ or more years of related recent
business development/capture experience.
- Proven ability to build business cases when investments are
needed to pursue an opportunity.
- The candidate will have primary military/DoD experience and
have previously served as a program manager / line manager before
transitioning to the business development field.
- An understanding of teaming and subcontracting to include
experience with creating teaming agreements, vendor relationships,
service level agreements, and contractor teaming arrangements.
- Understand US military budget, investments and acquisition
- Strong background in Logistics and Fleet/Lifecycle Management
along with the IT systems, processes, and technologies that support
- Demonstrated working knowledge of the Federal Acquisition
- Ability to use automated tools such as Microsoft Office to
present ideas, information, and reports.
- A demonstrated sustained ability and reputation of winning
complex, DOD programs with values over $50M is essential. Portfolio
of submittals and awards should include experience in all types of
government contracts (firm-fixed price, T&M, cost-plus, etc.)
and a full array of capture strategies (major re-competes,
incumbent capture, sole source, etc.).
- Must have excellent communication skills (both verbal and
written) and highly effective interpersonal skills in order to
carry-out daily interactions with technical leaders and business
executives within the Corporation, Group, Operation and with
customers, industry and subcontractors.
- Past experience that demonstrates the ability to contribute to
fast-paced business leadership teams will be a plus.
- DoD Secret Clearance or eligibility to acquire is
- Bachelor of Science degree from accredited university/college
required, with concentration in logistics management, engineering,
or a technical discipline preferred. MBA or advanced degree a
- Defense Acquisition University Logistics Certifications are a
Pay Range $110,500.00 - $170,000.00 - $229,500.00
Keywords: Leidos, Reston , Business Development - Capture Manager, Other , Reston, Virginia
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